Elite AgentEPM: BD & Growth

Know your numbers

Statistics are vital and can tell you a lot about your business. Jo-Anne Oliveri reviews the five key numbers you should examine and how to analyse them.

It can be hard knowing which financial figures you should measure, monitor and manage in your property management business.

As the business owner, you have a responsibility to know your agency’s numbers so you can keep everything on track.

Here are five financial figures you should know in your property management business:

You should always know your market area’s average weekly or monthly rent. That’s because you should aim to achieve at or above this figure. Knowing this figure allows you to measure and monitor your profitability per door.

If you manage property in several different locations, combine the rental averages to find the sum total average. This figure should be your benchmark for knowing if you are achieving your financial target.

You should always know the revenue earned per managed door. Doing this not only helps you keep track of this financial figure but shows when doors may be costing you money.

Many business owners prefer to hold onto doors at any cost so they can eventually sell them and earn a commission. However, your business would be far more viable if you set a revenue per door target and only kept doors which can achieve this figure.

You must know how much doors cost to convert to new business. To do this, calculate the annual expenses incurred by your growth manager or business development manager. Include their salary, bonuses, vehicle, and any other associated costs.

Next, subtract their total annual expenses from their revenue earned for the year to determine how viable this role is to your business. Knowing your cost for gaining new doors helps you decide whether your growth manager or BDM is helping or hindering your business.

Your revenue per portfolio is another key financial figure. That’s because knowing this figure helps ensure that each portfolio manager’s salary and expenses are in line with the revenue generated from their portfolio.

If a portfolio manager’s salary and associated expenses, such as their vehicle and overheads, are more than the revenue earned from their assigned portfolio, your business will not be financially viable. Knowing this figure allows you to ensure that revenue per portfolio always outweighs expenses.

You must always know how much profit your business is making. This may vary slightly as your business grows, and this variance must be managed.

For example, to retain new business means extra costs such as salary and resources needed to achieve the next level of growth. This means that your profits may dip in preparation for the next leap.

This is known as growth tacking and tracking – having a managed zigzagged line of expected dips in order to achieve a quantum leap in profit.

Knowing how much profit you are making allows you to better manage your business and create strategic plans to grow it.

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Jo-Anne Oliveri

Jo-Anne Oliveri, CIPS, TRC, Founder and Managing Director of property management business solutions company ireviloution intelligence. She is an international real estate identity who has trained over 500 agencies and thousands of agency owners and property managers worldwide. Visit ireviloution.com to find out more.